Site loading image

eINDEPENDENT 02/14/2012

Four Tips to Make Your Presentation More Effective

It’s time to present your products to your prospects, and you want to close the sale. You’re preparing a presentation, but you want to hit it out of the metaphoric ballpark, by selling the right products and making your prospects feel like you really “get” them. Here are some insurance sales tips to make your presentation more effective:

  1. Believe in your products. This is the foundation for all insurance sales tips. If you don’t believe in your products, you’re in the wrong line of work. But if you’re reading this, chances are, you know the benefits of life insurance policies and want to communicate that to your prospects. Bring that belief into your presentations, and you’ll find that you’ll convert more prospects into satisfied customers.
  2. Make it relevant. Do the legwork with your prospects; find out what their concerns are, what their goals are, and what they might need from an insurance product. Consider having them fill out a questionnaire before you meet to tailor your presentation to their needs and answer their questions in your well-planned presentation. If you’re using a PowerPoint, relate each slide to a specific question or concern. Try to find the unasked questions, too. Maybe someone has children, but has indicated that he or she doesn’t want them to be the beneficiaries of the policy. Include in your presentation how other individuals can serve as beneficiaries.
  3. Get to the point. Your prospect has a lot going on; that’s why he or she’s meeting with you to find out about their insurance options. One of the best insurance sales tips you can get is to get to the point of your presentation early; get right into the meat and show your prospect what you can offer. This also leaves more time for questions at the end of the presentation.
  4. Be animated. If you don’t show enthusiasm for your products, neither will your prospect. Half the battle is putting on an interesting, engaging presentation that not only shows you know what you’re talking about but also demonstrates that you’re passionate about the policies and interested in helping prospects find the right product. Everyone’s been in a boring class or meeting where the presenter seems disinterested or lacked enthusiasm. Don’t be that presenter. You can educate your prospects more effectively if you are enthusiastic.